More how-to than reference, this volume presents selling advice and procedural etiquette, as tested by six previously unpublished sales professionals. Divided into ten sections and 47 step-by-step chapters, the book offers a revealing look at the sales process and its manipulative psychology. Especially fascinating are the subchapters describing how to maintain control of a conversation, make effective residential calls, and overcome customer objections. Although well organized and authoritative, the text occasionally slips into self-help-style generalizations and makes astonishing suggestions, like requesting unreceptive customers to switch their listening ear. Purchase if needed to boost psychology, sales, and economic theory collections.
Savannah Schroll Guz